Sales Compensation Design

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Underperformers – Why Sales Compensation Rarely Offers the Best Solution

In a typical sales organization, sales reps can be categorized as A players (stars), B players (good/decent), and C players (poor). We often find a normal talent distribution with 20% in group A, 60% in the group B, and 20%…

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How to Consider Acceleration Rates

In our consulting engagements, assessing and designing plans with the right acceleration rates to reward those who beat quotas is always an essential and hotly debated topic. Upside is often the fire that drives superior performance, and the best salespeople…

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BSC’s Design Guide to Success – Part 10

Each week, we will highlight one of BSC’s Top Ten Tips from our acclaimed Design Guide to Success. To download the full guide, click on to the Articles page. 10. Design Plans with Attention to Communication Messages Creating new plans…

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BSC’s Design Guide to Success – Part 8

Each week, we will highlight one of BSC’s Top Ten Tips from our acclaimed Design Guide to Success. To download the full guide, click on to the Articles page. 8. Include Outside/Market Perspectives The old adage starts as follows:  “If…

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